Key Account Management Foundations

Purpose and Duration

To support a consistent high standard Key Account Excellence across the organisation.
The framework helps teams explore and understand the focus and commitment required to improve day to day working within key accounts.

The program is deployed and supported in a number of phases, deployed over a 3-6 month period with different aspects of theory and practice introduced and demonstrated to ensure integration of learning and commercial benefit to the organisation.

Teams have the option of adding in a formal accreditation process which includes a series of assessments and presentations to achieve the KAM title within the team and this can be aligned with internal talent development procedures.

What does the program cover?

A change management framework and initial launch workshop to generate support from key internal stakeholders.
The content provides a clear description of what good looks like, using overarching KAM principles along with the supporting standards and management enablers linked to each.
Identification of the five critical principles of KAM
Exploration of the core competencies required to support KAM
Demonstration of behaviouirs and skills
Support and implementation of key competencies.

Benefits and Application

Account Executives – as a day to day self-coaching guide; where to focus next to direct their time and effort.
Account team – Guides what to focus on together when forming a key account plan; respective accountabilities in bringing the account plan to ‘life’.
Managers – Putting in place processes and effort to support KAM; day to day coaching and as a best practice guide to support reflective learning in team meeting;